How do you plan your sales call?

Sales - Oxygen of Business (S-O2)

Today was a day well spent with a Consulting client wherein we charted the Distribution growth path and the Road map of 20-21. Thanks to God, by the end of the day, we had enough clarity on what we will be doing starting April and key success KPI's that we will measure daily, weekly and monthly.

In the recent past I have interacted with 100's of Salespeople for seeing them in action in the field. One of the key development areas that I have noticed is that most of them start their day with only a vague idea of where they are going. When they arrive at the dealer, retailer, distributors, customers home or clients office they start interacting with them without planning anything. When they finish the day they don’t reflect back on what happened during the day.

All the top sales guys that I have seen met in my life plan their sales calls in advance. They plan the conversation mentally for any upcoming meeting with the prospect.

Here is my request to all my friends, clients who are going out for any sales call. I would strongly recommend that you do a mental rehearsal and visualise yourself having a conversation with the client. I assure you that if you are already using visualisation to groom yourself before the actual sales meeting you know the benefits. In case if you are not using It or is unaware then please start doing it.

Plan your day in advance, fix up mentally first how many calls/meetings you will do and number of orders/sales you will be making. Plan every conversation in advance and for being able to do that mentally be ready before every conversation.

Before being the best, model yourself after the highest paid sales people in your industry. Ask yourself the following questions

1.      What’s the objective of the sales call?

2.      After the sales call, has the objective been met?

Keep evolving!

Business Transformation Coach

Akshay Seth